Account Management

Responsible for a portfolio of existing client accounts within the business and will be targeted to retain and grow those accounts.

29 April 2020


Main Tasks:

  • Responsible for a portfolio of existing client accounts within the business and will be targeted to retain and grow those accounts.
  • Primary relationship contact within the existing client account
  • Retain and upsell clients by understanding client’s business and requirements to ensure highest level of service and maximise all potential opportunities
  • Manage and re-negotiate contract renewals (including price increases) on an ongoing basis
  • Drive upsell opportunities within your portfolio and ensure set up, order forms and invoicing.
  • Identify and qualify cross sell opportunities with the Sales team which will be recorded via an opportunities pipeline in Salesforce
  • Responsible for new products when onboarded by Sales and Customer Success teams into existing accounts
  • Develop long-term relationships with this portfolio of clients, connecting with key business executives and stakeholders up to C level
  • Maintaining regular contact with clients and lead quarterly business reviews (QBRs) with larger accounts
  • Providing feedback to cross-functional internal teams to ensure customer needs are met. These actions will be taken by these cross-functional internal teams and should be recorded on CRM and fed back to Client with the AM cc’d. (e.g. This could include setting up, chairing or attending internal meetings as required to proactively address client's expectations and facilitate positive outcome).
  • Creating and maintaining Account Plans for larger/key clients to develop client accounts and strategy
  • Identifying account risks, creating and implementing At Risk plans through to a positive resolution and should be placed in Salesforce
  • Fully understand our proposition and be able to demo / discuss products/ services in detail and work with Propositions to stay up to date. (at present updates done in monthly meetings)
  • Manage the client cancellation process
  • Communicate the progress of monthly/quarterly objectives to internal stakeholders
  • Forecast and track key account metrics in Salesforce
  • Meetings, minutes and actions to be recorded in Salesforce
  • Maintain and develop industry and product knowledge by participating in training opportunities (internal sessions), reading professional publications and sharing in TEAMS. Maintaining personal networks via Linkedin
  • Attend and representing the company at marketing, conferences and Industry events

Skills Requirements:

  • Proven account management experience
  • Ability to understand and interpret client data in a clear and commercial manner
  • Effective Communications / Stakeholder management skills :
  • Presenting and influencing credibly and effectively at all levels of the organization, including executive and C-level,
  • Presenting client data in a commercial manner
  • Managing internal stakeholder
  • Excellent active listening, negotiation and presentation skills
  • Excellent verbal and written communications skills
  • Ability to challenge effectively

 

  • Fluent in English (C1), French/German would be advantageous
  • Professional curiosity, proactive and resourceful
  • Experience in delivering client-focused solutions based on customer needs
  • Self-motivated and able to thrive in a results-driven environment
  • Natural relationship builder
  • Effective Time Management
  • Critical thinking and problem-solving skills
  • Keen attention to detail and adherence to deadlines
  • Team Player with the ability to adapt / “can do” attitude
  • Client focused
  • Maintain relevant CPD

Systems:

  • Proficient at Microsoft Office Suite
  • Salesforce
  • Landesk
  • Aha
  • Confluence

Application Process

Market-rate salary and benefits package for successful applicant - for further details or to apply (with up-to-date CV) please email lu.jobs@fefundinfo.com